Responsabile Commerciale Mercato Urbano

At Alstom, we understand transport networks and what moves people. From high-speed trains, metros, monorails, and trams, to turnkey systems, services, infrastructure, signalling and digital mobility, we offer our diverse customers the broadest portfolio in the industry. Every day, more than 80 000 colleagues lead the way to greener and smarter mobility worldwide, connecting cities as we reduce carbon and replace cars.Customer DirectorPurpose of the job:Manage a customer or a portfolio of customers, and be the single point of contact (outside daily project matters) for customers. Grow business with his / her customer, monitor project execution and profitability and ensure customer satisfaction and loyalty.Key accountabilities:Act as the main point of contact for customer, and the prevalent authority on all customer issuesChampion a customer‑centric culture across the companySecure and regularly measure customer satisfactionGrow business by selling existing / new products to existing customers to maximize revenue and profitsContribute to negotiations during tender phaseContribute to the success of the project execution, in partnership with Project ManagerManage the Profit & Loss of the project, in partnership with Platform Director & Project ManagerApply ALSTOM rules on ethics and compliances in all selling & customer management activitiesIn Opportunity Phase:Identify new business opportunities with his / her customers, identify customer needs, gather customers’ key data including budgetsShare customer information with Business Development, Sales and Tendering teams, Market & Strategy and Product PlatformsTrigger and define the frame of Sales and Tendering teams’ intervention with the customer (or Business Development for the sale of new products / services)Identify customer’s decision‑making process and lobby main stakeholdersLeads the Business Opportunity Review (BOR), Go / No Go, and Tender Review Meeting (TRM)Agree with Platform Director and MPS on Go / No GoIn Tender Phase:Ensure the tender team is adequately staffedParticipate / give input to the definition of the bid strategyParticipate fully in the DFQ process for tenders as a permanent member of the Tender Gate Review decision‑making boardInform Tender control of tender status, progress of blocking issuesContribute to the negotiation phaseDuring project execution phase:Ensure efficient hand over between tender phase & contract phaseGive input to the Platform Director on the People Management Cycle activities for Project Managers (objectives, appraisal)Co‑define the Project Strategy with the Platform DirectorValidate selling priceImplement the Monthly Project Review (MPR) process and participate with Platform Director and Project ManagerEnsure, with Contract Manager(s), that contractual / legal issues are properly handledPrepare financial forecast on his / her project (sales, margin, cash in, variation orders, etc)Prepare budget and 6QRF preparationNegotiate and agree any variation orders or contractual changeEnsure timely invoicing of the customer based on contractual milestonesCollect cashSecure project margin and overall margin trendEducational RequirementsMandatory:Graduate Degree in Engineering or Business fieldAt least 10 years’ experience in rail or related business, or project engineering industry.High proficiency in organization’s products and services.Competencies & SkillsRelationship Development : Build strong relationships with customers, government authorities, and internal stakeholdersCompetitive Awareness : Gain knowledge of competitors’ strengths, weaknesses and offerings, to be able to defeat competition and convince the customer of ALSTOM’s valuePlanning and Execution : Identify new opportunities and lead a winning team to maximize ALSTOM’s value in those opportunitiesExcellent problem solving, critical thinking and decision makingProactive and efficient responses to pressing issues and challengesBusiness AcumenAptitude in communicating, public speaking and interpersonal skillsGlobal & Cultural AwarenessRelationship ManagementResilient and able to deliver operationally in a demanding and changing environmentStrong ability to convince, influence & persuadeGood planning and organization skillsInternational mind set with good language skillsLOCATIONSesto San Giovanni (Milan); Bologna, RomaYou don’t need to be a train enthusiast to thrive with us. We guarantee that when you step onto one of our trains with your friends or family, you’ll be proud. If you’re up for the challenge, we’d love to hear from youImportant to noteAs a global business, we’re an equal‑opportunity employer that celebrates diversity across the 63 countries we operate in. We’re committed to creating an inclusive workplace for everyone.Job Type: ExperiencedJob Segment: Outside Sales, Business Development, Sales#J-18808-Ljbffr